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Add You - Powerful Words
Dolly Parton is a very recognizable business women. She has built an international multi dollar business from her great singing voice. As she is so popular her entertainment shows get popular – but she still manages to get everyone in – happy! What can we learn from the way she does business?Well let's have a look at the Dolly Parton Dinner Show experience and my visit there one Christmas. The dinner show is based in Orlando, Florida on the major junction before you turn off for Disney and as close to Disney property as possible.* The excellent positioning of the very large show building (in the shape of a large barn) on the main highway and major Orlando Vacation area junction, complete with large flashing signs, show times and telephone number that you can see from a long way away and as you line up to exit for Disney.* There were two shows that evening and as people flowed out clutching their souvenirs (glasses, flag etc.), we flowed in. The car park was large enough to manage cars, vans, taxies and coaches without getting choked up and the shows swapped over quickly and efficiently.Well if we translate this into business marketing terms we learn:* Positioning is always important - brick or click – put yourself i
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasona
Last month, my featured article was about creating a “Stop Doing” list. Hopefully, if you followed my suggestion, you now have a list of tasks that you are looking to delegate away. It seems a natural progression that I now disclose a few simple steps that will ensure your foray into delegation is a success.1. Choose the right “delegatee”Review the task and determine what skills are required. Delegation goes much more smoothly if you match the person with the appropriate skill set to the task you have to assign. Now if you don’t have a candidate that has all the skills you are looking for, decide which is the most critical one (analytical ability, attention to detail, communications skills) and make that match.One of the rewards of delegation is the opportunity to help someone develop and grow. It is unlikely that you will always have a candidate that you can hand off something to and not have to provide some training or coaching. But learning to empower your employees will reap big rewards as their confidence grows with their abilities, and delegation becomes easier and easier, and your “Stop Doing” list gets longer and longer.2. State your expectations clearlyWhen you assign a task, be very clear about the de
Quote: Words are the most powerful drug used by mankind. Rudyard Kipling.
Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I’ve mentioned before the idea is to be focused on your client’s needs but I’m sure this is restating what you already know.
I want to discuss words that you can use in your speech that will make your language more effective at controlling the thoughts of your prospect.
OK, let’s assume you have established Rapport with your customer or prospect and you have identified a problem they have where a product you offer could be useful to them.
The idea then, at this point in the sale, is to control the internal representations that your customer is making in their head. What I’m about to offer is a linguistic pattern that focuses your client’s mind where you want it to focus and just about forces them to accept your concepts and ideas as true. Now, STOP … and just image how useful it would be if you could easily do that.
The Power Words are:
Naturally Easily Unlimited
Aware Realise Experience
Before During After
Among Expand Beyond
And As Causes Because
Now Stop
Now you may be thinking what’s so special about these words?
Well, they become much more powerful if you follow the rule below.
Rule: Always put adverbs before the verb and adjectives before the noun!
(Truthfully, the words above are only examples of the types of words you can use and I have produced this abridged list merely to help you focus on the learning task at hand, i.e. how to incorporate these words into your sales language. Once you have done that you’ll find that you just naturally start to use other similar words in your speech.)
So let me go straight into some examples of how to use these words to good effect.
Have you ever found yourself saying? “Could you make the change from your current supplier to us?” Well, that is just a question and your prospect could just as easily say “No! I can’t”
What about, “How could you make the change from your current supplier to us?” Now, that is focusing your client on what you want them to be thinking about (i.e. how they could change to using your product or service) but you’re leaving a door open for them to say that they don’t know how.
What about the sentence below? “How easily could you make the change from your current supplier to us?” Now where is your customer’s mind focused? Not on whether they could make the change, nor on how they could do it, but on how easy it could be. They could still say “it would not be very easy” but notice that they are still likely to use the word “easy”
Also, notice that I did not say, “How could you make the change from your current supplier to us easily?” Because, the first thing that would enter your client’s mind is how they could make the change and they would already be considering the answer to this question before they ever heard the word easily (if they heard it at all).
It’s subtle and it has a profound effect.
Let me give you some more examples of sentences using these words.
“Have you discovered how easily you could make a consistent product if you used our improved raw material?”
“Naturally, you’ll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides.”
These “power words” become even more powerful when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect’s conscious mind to filter out the inferences these words are forcing them to make.
“Once you begin to easily absorb this information, you’ll naturally discover the unlimited potential it has for readily making your communication infinitely more effective.” (Perhaps this sentences is a bit over-the-top?)
“Have you become aware yet of the many ways that our product could help in your production?” (The inference being there are many benefits and you will become aware of them at some point in time.)
“After you experience our product , by using it in your plant, you will realize the many ways in which it will easily improve your end product” ( infers you’ll try the product and there are many ways this product can benefit your production )
Here are some more examples for you.
”Naturally, as you start to realize the unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you’ll start imagining the success you can really achieve with our help” ( Phew ! )
“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use the product and it has more than one benefit)
“Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)
“During the first few months of experiencing our service you’ll likely become more aware of the many ways in which we offer substantially more than our competitors.” ( The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)
Before I go any further how much of this have you grasped, so far? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words. Does this sound like something you need to practice?
“From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit? ”
“As you expand the range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as the best way we can easily move forward to the next level?”
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasonab
You’ve enjoyed your career for the past twenty years – maybe more. And now you’re wondering: Maybe it’s time to switch gears. A whole new career. Work at home. Retire.Or maybe you’re forced to revise your career due to layoffs or transfers.(1) Expect midlife career change to be easier than entering the world of employment for the first time.Most likely you enjoy a financial cushion: savings, home equity, and a retirement fund. You also have demonstrated skills and experience. If you’re employed, your company probably offers resources for developing new skills and managing the transition.(2) Expect midlife career change to be harder because you’ve invested in a career identity – way beyond skills and values. . When you introduce yourself as, “Here’s what I do...” you are also saying, “Here’s who I am.”(3) Expect to change your appearance as you change careers.Sadly, many individuals and organizations really do judge a book by its cover. Clients who want to start a business often are surprised by the increased need to dress up for presentations. An Armani label on a suit? A good start. But are yu wearing this year’s suit? Colors that your target market deems “appropriate?”Many care
(Truthfully, the words above are only examples of the types of words you can use and I have produced this abridged list merely to help you focus on the learning task at hand, i.e. how to incorporate these words into your sales language. Once you have done that you’ll find that you just naturally start to use other similar words in your speech.)
So let me go straight into some examples of how to use these words to good effect.
Have you ever found yourself saying? “Could you make the change from your current supplier to us?” Well, that is just a question and your prospect could just as easily say “No! I can’t”
What about, “How could you make the change from your current supplier to us?” Now, that is focusing your client on what you want them to be thinking about (i.e. how they could change to using your product or service) but you’re leaving a door open for them to say that they don’t know how.
What about the sentence below? “How easily could you make the change from your current supplier to us?” Now where is your customer’s mind focused? Not on whether they could make the change, nor on how they could do it, but on how easy it could be. They could still say “it would not be very easy” but notice that they are still likely to use the word “easy”
Also, notice that I did not say, “How could you make the change from your current supplier to us easily?” Because, the first thing that would enter your client’s mind is how they could make the change and they would already be considering the answer to this question before they ever heard the word easily (if they heard it at all).
It’s subtle and it has a profound effect.
Let me give you some more examples of sentences using these words.
“Have you discovered how easily you could make a consistent product if you used our improved raw material?”
“Naturally, you’ll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides.”
These “power words” become even more powerful when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect’s conscious mind to filter out the inferences these words are forcing them to make.
“Once you begin to easily absorb this information, you’ll naturally discover the unlimited potential it has for readily making your communication infinitely more effective.” (Perhaps this sentences is a bit over-the-top?)
“Have you become aware yet of the many ways that our product could help in your production?” (The inference being there are many benefits and you will become aware of them at some point in time.)
“After you experience our product , by using it in your plant, you will realize the many ways in which it will easily improve your end product” ( infers you’ll try the product and there are many ways this product can benefit your production )
Here are some more examples for you.
”Naturally, as you start to realize the unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you’ll start imagining the success you can really achieve with our help” ( Phew ! )
“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use the product and it has more than one benefit)
“Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)
“During the first few months of experiencing our service you’ll likely become more aware of the many ways in which we offer substantially more than our competitors.” ( The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)
Before I go any further how much of this have you grasped, so far? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words. Does this sound like something you need to practice?
“From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit? ”
“As you expand the range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as the best way we can easily move forward to the next level?”
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasona
All too often marketers create an advertisement and stick with it no matter what. Even if an advertisement works, it doesn’t mean that there isn’t one that might work better. It’s important not to get stuck in a rut because of faulty assumptions. One great way to make sure you don’t is to test your assumptions.Do you test your advertising message? You should. You should test just about every type of communication you have with your prospects and customers: your website, advertisements, direct mail, product packaging, etc, etc.In simple terms an A/B Split Test is running two competing advertisements to determine which one is more successful. It's usually appropriate to test one aspect of an advertisement at a time. For instance, to find the most profitable headline two identical ads would be run where the only difference is the headline on each. Whichever ad gets the better response determines the better headline.A/B split testing is an important tool to strengthen your advertising. If you are not currently testing the messages in your ads, website, etc, then you are leaving money on the table.I advocate a slightly different approach to split testing. Continue to run A/B split tests as I described - run a slightly different he
It’s subtle and it has a profound effect.
Let me give you some more examples of sentences using these words.
“Have you discovered how easily you could make a consistent product if you used our improved raw material?”
“Naturally, you’ll find more than enough reasons to go ahead today even if you can only see a few of the unlimited benefits that our product provides.”
These “power words” become even more powerful when you stack them into a sentence. The more of these words you use in a sentence the harder it is for your prospect’s conscious mind to filter out the inferences these words are forcing them to make.
“Once you begin to easily absorb this information, you’ll naturally discover the unlimited potential it has for readily making your communication infinitely more effective.” (Perhaps this sentences is a bit over-the-top?)
“Have you become aware yet of the many ways that our product could help in your production?” (The inference being there are many benefits and you will become aware of them at some point in time.)
“After you experience our product , by using it in your plant, you will realize the many ways in which it will easily improve your end product” ( infers you’ll try the product and there are many ways this product can benefit your production )
Here are some more examples for you.
”Naturally, as you start to realize the unlimited ways you can easily become aware of how using our product will help you to rapidly and effectively accomplish your goals, you’ll start imagining the success you can really achieve with our help” ( Phew ! )
“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use the product and it has more than one benefit)
“Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)
“During the first few months of experiencing our service you’ll likely become more aware of the many ways in which we offer substantially more than our competitors.” ( The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)
Before I go any further how much of this have you grasped, so far? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words. Does this sound like something you need to practice?
“From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit? ”
“As you expand the range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as the best way we can easily move forward to the next level?”
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasona
How, in your own lives can you find and more importantly create opportunities?In the Chinese language, you have the character representing crisis and the character representing change. When these are combined you have the character representing opportunity. Now why is that? Why is it that when crisis and change merge you have opportunity?Because when crisis and change merge you have disequilibria. You have changing laws or changing conditions. New needs and problems are created and often it is up to the entrepreneurs to fill those needs.Whenever you experience new things or the world around is changing, there will always be lots of opportunities. Here are some tips for finding, creating, and taking advantage of opportunities.- You must live your life wholly and fully as an entrepreneur. Your job isn't being an entrepreneur. You ARE an entrepreneur. You must keep your eyes open at all times.- The more you travel to other regions and countries, the more opportunities you will see. Often in other places things are done differently or there are good products that haven't yet reached your country.- You must be a networker. The more people you talk to the more opportunities you will find out about. It is not just what
“After you use our product you’ll understand it’s many benefits” (the inferences being that they will use the product and it has more than one benefit)
“Before you decide which of the many benefits that our product offers is the most important in relation to your purchasing decision let me tell you a few things that might help.” (The inferences are that they will decide on a benefit that is important to them and that our product offers many benefits.)
“During the first few months of experiencing our service you’ll likely become more aware of the many ways in which we offer substantially more than our competitors.” ( The inference being that they will use the service and it is more than a little better than the competitors in a number of ways.)
Before I go any further how much of this have you grasped, so far? Can you see how this will naturally make your communication more vital and alive and can you guess how much more effective your communication will become once you have mastered the use of these words. Does this sound like something you need to practice?
“From among the many positive benefits that you are starting to realize our service offers, which ones are likely to give you the most benefit? ”
“As you expand the range of products you buy from us and our business collaboration moves beyond it’s current boundaries what do you see as the best way we can easily move forward to the next level?”
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasona
In the United States we have an abundance of raw materials and natural resources. Many of the mines in the United States of America have been shut down and we get much of our raw materials from other nations, which have to be shipped here at a very high cost. Many of the raw materials we get from other nations are not as good as the raw materials we have here and that is a real problem.Likewise in the future many of the raw materials we have in the United States we will not need because the likelihood of us making things out of steel and copper are not too probable. We will have nano tubes may have carbon, fiber optics, special composites and super alloys made from exotic metals or that have be re-engineered at the molecular level. Because this is the obvious future, we should use our own raw materials in the United States first.Many economists and the old way of thinking believe we should use raw materials from other nations first and then when they ran out we would be last with our own raw materials and not have anything to worry about. However technology and the rapid advances in research and development has shown us that in the future we will not need these raw materials anyway.Our goal therefore should be to use our own raw
I already discussed the power of the word “because” in YourSalesSuccess edition #2.
The word ”cause” can function much like ”because” in many situations. Along with “As” and “And ” they are example of “cause and effect statements”. Here are some examples.
“Simply making that statement causes you to understand why you already don’t believe it.” (Every time they make that statement they’ll doubt it.)
“As you start to assimilate the information we have provided you will begin to recognize the many ways that our product can help in your process.”
The last two words on our list “Now ” and “Stop” are really commands that can be used to great effect. These words work better if you speak them louder and in a deeper voice tone. It also helps to actually stop speaking when you utter the word “Stop”. Like below. (Emphasise the words in bold.)
“You may be considering the effort you need to switch to our product. May I suggest that you just STOP… NOW consider the many advantages our product will easily bring to your production process and all the positive effects that will have on your bottom line.”
“We’ve been back and forth a lot with this agreement and perhaps it’s time-- NOW – to consider how we can most easily finalise this deal to our mutual benefit. Now, that seems reasonable, doesn’t it ?”
How do you go about talking like this and utilizing these powerful words?
You practice by writing out sentences employing these words.
Here’s how to practice. First, think about a specific sales call you have coming up. Then think about some of the comments you are likely to make during that meeting. (Use your imagination and run through the meeting in your mind.) Write down the things you would say. Now, rewrite the sentences inserting the powerful words. You’ll notice the power words are grouped in the list above. Take one group at a time and try to incorporate the power words into the sentences you would have spoken. (This may seem clumsy at first like the process you went through acquiring many new skills in the past and wasn’t that momentary discomfort back then well worth the eventual progress you made?) Don’t add the words in, actually rewrite the sentence. Write up to a page on each group. Then rewrite the sentences again allowing you the freedom to use any of the power words in any of the sentences. Really pack them in!
Repeat this process for one sales call a day or just do the exercise once a day for a month and you’ll likely notice how naturally and easily you can speak using the power words.
You may have been wondering where this issue was heading. How useful these words would be. And, as you consider just that, you may find yourself just naturally beginning to experience excitement about what the future holds for you as you begin to understand how easily you can incorporate these words into your sales language, allowing you to enhance your sales results and move beyond the past sales limitations you had before you mastered the skill of using language to direct the thinking of your customer. Now, as the realization begins to sink in of how easily and rapidly your sales results will improve, that will cause you get excited about practicing the use of the power words. Now…
Happy practicing. Here's to YourSalesSuccess.
If you are interested in learning more about selling, please feel free to contact me via the coaching page on my website.
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